Lots of FE guys ask something like "If I can find you a plan to take care of "X" would 200 a month be affordable to you?" Not necessarily "pushing" 200 a month but starting crazy high to see where they land. Generally they land on a higher premium than if you guess at what they can afford. Also, the filters are not all that reliable. I get leads in almost every batch that are 200k plus homes and a couple that makes 150ish together per year.
Greener Grass?
- Thread starter Valstand
- Start date
Lots of FE guys ask something like "If I can find you a plan to take care of "X" would 200 a month be affordable to you?" Not necessarily "pushing" 200 a month but starting crazy high to see where they land. Generally they land on a higher premium than if you guess at what they can afford. Also, the filters are not all that reliable. I get leads in almost every batch that are 200k plus homes and a couple that makes 150ish together per year.
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Yeah, that is where my style works best for me. Those SIWL sales are based on need, service, trust / referrals. They know they have a problem that needs to be fixed, they understand the solution(s) have a cost. Price of course is always part of it but a smaller part than fixing the problem. Different mindset.
That makes sense.
Re: low income - I can imagine an experienced agent knows to talk them down to what will stick. I also imagine less experienced, hungry agents just start mentally spending the advance. That would be were a good upline could help it seems.
Many ways to do what we do.
Thanks
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I think this is very important.
PaulieD
Super Genius
- 202
The 200 a month suggestion probably came from Tim Winders. I first heard it first on his video.
One problem even experienced agents make is judging the other person's pocketbook.. I had a manager that taught us that if you had someone that was about to lapse to sell them more. The problem was not that they could not afford it but they did not have enough to be proud of having it. You would be surprised how often I have found that to be true.. On, the other hand If they are going to lapse $30, they might as well lapse $100..
While it is true that we should not oversell our prospects, we also should be careful not to undersell them. If you write a $100.00 per month and they struggle with it, you can always reduce the coverage...
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This too is true. I have very good persistency overall, but of those that have fallen off the books, one was about $92/month and another was $55/month and all the rest were little $20 and $30 policies. I did have a $105/month with XYZ fall off when XYZ decided to draft the second months premium on the 3rd instead of the 1st, thereby bouncing the payment, incurring a $35 overdraft fee for the client, and then adding insult to injury by trying to double draft a week later thus costing the client another $35. That client wants me dead, I'll tell you what. I do not consider that as a typical lapse because had the draft been continued properly I am sure they'd still be on the books.
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DayTimer said:
That client wants me dead
You better watch out, if they are one of your Allentown clients what with all the shooting this summer... You'd think it was Philly lately!
That client wants me dead
You better watch out, if they are one of your Allentown clients what with all the shooting this summer... You'd think it was Philly lately!
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They're shooting it up in broad daylight now! Last week I was on the 500 block of n ninth street and a woman on her porch on the 700 block was shot during a drive-by shooting ... some folks say they thought it was fireworks. Dang ... I'm not a gun aficionado but I knew exactly what I was hearing. I ducked into a grocer's alley for a minute or two and then figured it was close enough to 6:30 to call it a day
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Early in my career, another debit agent in my office was talking with a client on his porch in inner city Norfolk, VA. At about 5:30pm they heard a sudden "pop-pop-pop!" The agent dove for cover. The client just shrugged and said, "Well, the gunfire's startin'. Guess it's time to go inside."They're shooting it up in broad daylight now! Last week I was on the 500 block of n ninth street and a woman on her porch on the 700 block was shot during a drive-by shooting ... some folks say they thought it was fireworks. Dang ... I'm not a gun aficionado but I knew exactly what I was hearing. I ducked into a grocer's alley for a minute or two and then figured it was close enough to 6:30 to call it a day
I've never know Norfolk to be that bad....but Portsmouth....oh yeah!
